Salary Negotiation: 5 Tips to Get Paid What You're Worth

It's a Business Conversation, Not a Personal Request

Salary negotiation can be one of the most intimidating parts of the job search process. Many people are afraid of appearing greedy or of having the offer rescinded. The reality is that most companies expect you to negotiate. The initial offer is rarely their best and final offer. By failing to negotiate, you could be leaving thousands of dollars on the table, not just for your first year, but for every year after, as future raises are often calculated as a percentage of your base salary. Think of it as a standard business conversation, not a personal confrontation. With the right preparation and mindset, you can navigate it professionally and significantly increase your earning potential.

1. The Golden Rule: Don't Be the First to Name a Number

This is the single most important rule of negotiation. Whoever names a number first loses leverage. Recruiters are trained to ask, 'So, what are your salary expectations?' Your goal is to politely deflect this question until you have an offer in hand.

How to deflect:

*'I'm more focused on finding the right fit at the moment. I'm confident that if this is a good match, we can agree on a salary that is fair and competitive for the role and for my experience.'

*'I'd prefer to learn more about the role and the responsibilities before discussing salary, but I'm sure we can find a number that works for both of us.'

If they insist, respond by giving a well-researched range, not a single number. 'My research indicates that a typical salary for a role like this in this location is in the range of $80,000 to $95,000. I would be comfortable with a compensation package in that range.' This gives you flexibility.

2. Do Your Research and Know Your Worth

You cannot negotiate effectively without data. Before you even get to the negotiation stage, you must research the typical salary for your role, your level of experience, and your geographic location. Use multiple sources to get a clear picture.

1. Your 'Walk-Away' Number: The lowest salary you would be willing to accept.

2. Your 'Target' Number: The realistic salary you are aiming for.

3. Your 'Anchor' Number: The high-end, ambitious salary you will ask for to start the negotiation.

3. Negotiate the Total Compensation, Not Just the Salary

Your base salary is only one piece of your total compensation. If a company says they can't budge on the base salary, the negotiation is not over. You can negotiate other parts of the package:

4. Justify Your Counteroffer with Value

When you make a counteroffer, don't just ask for more money. Justify it. Connect your request back to the value you bring to the company. You should have this statement prepared before the call.

Example:

'Thank you so much for the offer. I'm very excited about the opportunity. Based on my 8 years of experience in leading projects that have increased revenue by an average of 20%, and considering the market rate for a senior candidate with my skillset, I would be more comfortable if we could settle on a base salary of $95,000.'

After you state your number, stop talking. Let the silence hang. The next person who speaks loses leverage. Let them respond.

5. Be Enthusiastic, Professional, and Willing to Walk Away

Throughout the entire process, maintain a positive and enthusiastic tone. Reiterate how excited you are about the role and the team. This shows them that you are negotiating in good faith, not because you are unsure about the job.

However, you must know your 'walk-away' number. If, after a professional negotiation, the company cannot meet your minimum acceptable offer, you must be prepared to politely and professionally decline. Sometimes, showing that you are willing to walk away is the very thing that will make them come back with a better offer. But if they don't, you've protected yourself from accepting a job that you would have been unhappy with.